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The person who telephoned Hugh last night to ask him if he was interested in adding HBO and Cinemax to his current television cable system would be classified as a(n): 

The _____ approach opens with a statement, where the salesperson states his/her name and business. 

. _____ is defined as the process of helping people make a decision that will benefit them. 

Which of the following statements about sales call objectives is true? 

_____ is traditionally defined as the personal communication of information to persuade a prospective customer to buy something which satisfies that individual’s needs. 

During the American Civil War, peddlers often followed armies as they moved across the North and the South. These peddlers carried products that they believed would sell, and they were concerned more about how many sales they would make in a day rather than their sales in upcoming months. These peddlers had a _____ orientation. 

The headline of an advertisement for a 1930s automobile manufacturer read, “We know what our customers want! They want our new luxury sedan!” You can infer from reading this headline that the manufacturer had a _____ orientation. 

When you call on a prospect, your words, visual materials, and your body language are all used to communicate with your prospect. With reference to the communication process, these are collectively called

According to the moral reasoning theory developed by Kohlberg, individuals who examine customs and social rules according to their own sense of universal human rights, moral principles, and duties are at the _____________ level.

According to the Golden Rule of Personal Selling, an effective salesperson has all of the following characteristics EXCEPT: